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Case study: INEA

How INEA used Go Exporting to expand its international reach

Introduction

Internally they did not have experience or contacts in these areas and were recommended to speak with Go Exporting by one of their clients.

Go Exporting is a specialist in helping companies to expand into international markets and offered to devise their go-to-market strategy and act as the Airsynergy export sales team, in particular to introduce the company to potential distributors.

We were delighted to be chosen to provide the required support.

About the clients

INEA delivers industrial automation, manufacturing intelligence and industrial energy management solutions worldwide and it is one of the largest system integrators and industrial solution providers in Europe, specialising in display assembly and visual inspection.

The company’s core products are making a difference across markets and geographies, transforming manual systems into automated mastery, energy waste into eco-efficiency, direct oversight into intelligent systems, and yesterday’s methods into tomorrow’s brilliance.

Founded in 1987 by the Jozef Stefan Institute, Nuclear engineering division, and headquartered in Ljubljana, Slovenia, INEA has successfully delivered over 3,000 projects worldwide in industrial automation, digitalization, and energy management and is a solution delivery partner for AVEVA, Siemens, Rockwell Automation, 3DS, and others.

Principal sectors include automotive, such as inspection systems for catalytic converters and vehicle display units. The company is a leader in energy management systems including minimising costs and maximising returns from alternative energy sources. Innovation is at the forefront of the company’s ethos. INEA is particularly proud of the fact that its commitment to innovate is backed by INEA’s philosophy of a complete employee ownership. Every employee is and can become an owner of the company, which means each and every team-member is in it for the long run. This means that their investment in being our best is deeply personal.

Here's how we supported INEA

Researched the worldwide market potential, identified targets.

Devised & implemented an export lead generation strategy.

Created interest from customers in key sectors such as automotive across the globe.

Worked as part of the INEA export sales team.

Built a database and approached 500+ potential clients worldwide.

Developed a direct marketing strategy.

From the beginning they (Go Exporting) showed a high level of professionalism and commitment by taking the time to understand our advanced technology, its benefits for our customers and the niche markets we work in.

Go Exporting created an ideal customer profile for our products and then carried out extensive research to find companies matching that profile on a global scale. These companies were approached by the Go Exporting team using various methods with a view to arrange meetings for our team to introduce our technology.

We have been extremely pleased with the results. Go Exporting’s activities have introduced INEA to a number of new potential customers and our team has been impressed with the quality of the leads provided.

We highly recommend the services of Go Exporting for any company intending to expand into new international markets and looking for introductions to new customers.

We found LeadsTrack from Go Exporting to be a cost-effective and efficient method of finding new customers in our target markets.

The project

INEA’s goal was to introduce its automation and inspection systems to a wider audience in the automotive sector. The company has enjoyed success in the sector but felt it could be doing more. Hence it looked for an export consultancy company that offered market research and lead generation service. Following a recommendation from the Slovenian Chamber of Commerce, Go Exporting was approached to work alongside the company on this exciting project.

There were in fact two projects in one. The first centered around the company’s technology for the inspection of Catalytic converters, and the second surrounding automation of the manufacturing of complex automotive displays.

The company required support from a consultancy with the knowledge and expertise to drive international growth, plus with contacts in the relevant sectors.

Go Exporting submitted our proposal to effectively manage the export sales business for INEA, targeting these two specific sectors. The objective was to introduce the company to prospective buyers and generate leads for the company’s technology.

We were delighted to be selected as the partner consultant for this exciting project.

The starting point was developing an ideal customer profile which identified major potential clients in the global market.

Go Exporting’s researchers then identified the key contacts within those companies and set about contacting them on behalf of INEA.

We, as well as the companies, are extremely pleased with the reports as they give a thorough and detailed evaluation of the audit visits findings, along with all areas of improvements provided with concise recommendations on each.

The method

Go Exporting has developed its own tried and tested process for market entry strategies which includes:

Desk based research
Utilising personal contacts
Engaging our local consultants in over 70 countries in the project
Compiling a database of potential partners
Devising a direct marketing plan using email, LinkedIn, telemarketing and our local consultants
Actively approaching target companies
Following through from initial contact, product introduction, client liaison to contract signature
Applying the experience and expertise from 30+ years in international business

The results

After client approval of the international lead generation strategy developed by Go Exporting, we set about the implementation in order to produce some quick wins. INEA has been pleased with the results and is actively engaged with new customers on exciting projects ideally suited to INEA’s technology and aims. At the time of writing, discussions are at advanced stages with several key customers.

We hope this Case Study has given you a feel for the effectiveness and impact working with Go Exporting can have in expanding your international sales.

Whatever stage you are at on your export journey, Go Exporting helps support you develop and implement a winning strategy to expand into international markets.

Let’s talk about your business

There's no time like the present. Contact us today for an initial, no obligation discussion on your requirements.

Affiliations & Clients

What our clients say

We commend Go Exporting on providing such a professional and exceptional service, we would highly recommend working with Go Exporting for they provided a valuable addition to our work and helped us assist Jordanian companies to reach international markets.

Mike Wilson carried out in-depth research and analysis and provided a professional, concise and clear report which we have published for our clients. We are looking forward to working on Phase 2 of this project where Go Exporting will provide further insights into this sector.

Go Exporting's report has formed an invaluable basis for our decision-making process and provides a robust benchmark upon which to gauge our progress.

We were extremely pleased with the final report, which ran to some 450 pages, and covered in detail, country by country the information we required. It was laid out in a clear, concise manner, with logical summaries and inciteful analysis of the key data.

Go Exporting has managed in a very short time to open numerous opportunities in Countries like Germany, France, US, Canada, Saudi Arabia to name but a few.

Thanks to Mike, I am now clear on how to go about my business. He is truly an expert with his exporting knowledge. I highly recommend anyone who plans on Exporting and are unsure about things and process and paperwork etc. Don't hesitate to contact them. Thank you again Go Exporting.

Metric Group needed some current legislation on the import and export of goods into the UK. Go Exporting answered all our questions and as we aim to increase our overseas markets, I see Go Exporting becoming an extremely useful source of knowledge for Metric Group.

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